MKTG 223 SALES QUALIFICATION SHEET Part a) GENERAL INFORMATION: SELLERS NAME: Company Brand & Product selling: Nike / NIKE AIR FORCE 1 07 WHITE BUYERS NAME: Company Name: Part b) BUYER RESEARCH: 1. What industry does the buyer operate in? (i.e., Banking, Retail, Automotive, Media/Broadcasting, etc.) 2. What are 2 key industry forces impacting the buyers business right now? Force 1: Force 2: 3. What is the organizations (buyer) Vision/Mission statement? 4. What is the organizations (buyer) top 2 business goals/priorities? Goal 1: Goal 2: 5. Describe 2 of the buyers business culture (beliefs, values or attitudes of those who work at the company) 1. 2. 3. 6. Who are the buyers key customers give examples? 7. Who are the buyers key competitors give examples? 8. Outline a recent (ideally within the last 4 weeks) news story about your buyers company? 9. 2 Interesting facts about your buyer given your research that other sellers likely wouldnt be aware of? 10. Information Sources: Part c) SELLER GOALS/VALUE ADD: 1. What is the objective of your 1st sales meeting with your buyer/client Check off that are appropriate. o Understand buyer needs/business problem o Present a solution to the buyer based on business needs o To secure an order/close a sale o To follow-up on a product/service implementation o To assess product/service satisfaction

o To invite them to a key event o Maintain open lines of communication 2. Why is the value for the buyer to meet with you what need will your product fulfil for the buyer?